Business Sales Representative – Territory Accounts

AT&T•Brecksville, OH

12d•$43,100 - $137,600•Onsite

About The Position

The Business Sales Representative – Territory Accounts owns a defined local geography and focuses on acquiring new business from small and mid-sized companies. This outside sales role involves prospecting through cold calls, door knocking, email, referrals, networking, and local market research; setting appointments; meeting business owners and decision-makers; identifying customer challenges; and presenting appropriate AT&T solutions. Most customer meetings take place at customer locations. When not in the field, employees are expected to collaborate with their team from their assigned office location and place of work. The representative manages the full sales cycle, from prospecting and discovery through proposal, negotiation, close, implementation handoff, and follow-up. The role covers AT&T’s wireless, fiber, internet, voice, software-defined networking, and cybersecurity portfolio, serving varied small and mid-sized business sectors. Salesforce is used to document sales activity, manage opportunities, and update forecasts. The role offers a base salary and performance-based commissions. The posting states annual earnings of $88,100–$137,600 at 100% of target; it also lists a base salary range of $43,100–$64,700 plus commission. Paid training, sales support, coaching, and tools are provided. Consistent performers may pursue larger territories, advanced sales roles, account management, leadership opportunities, and other careers at AT&T.

Requirements

2–5 years of quota-carrying outside acquisition sales experience is described as ideal.
Demonstrated success acquiring new business through prospecting, cold calling, referrals, appointment setting, and disciplined follow-up with customers and in Salesforce.
Comfort spending significant time in the field visiting businesses, initiating conversations, and building relationships with owners, operators, and decision-makers.
Strong business acumen and ability to uncover customer needs and connect them to AT&T products and solutions.
Confidence handling objections, negotiating, asking for the sale, and advancing opportunities toward close.
Self-discipline and ability to manage daily activity, Salesforce updates, pipeline health, and quota expectations.
Ability to collaborate with the team from the assigned office location, if available, when not in the field acquiring business or conducting customer visits.
Valid driver’s license, satisfactory driving record, current auto insurance, and reliable transportation for field-based selling.

Responsibilities

Acquire new business from small and mid-sized companies in a defined geographic territory.
Prospect using provided customer lists, cold calls, door knocking, email, referrals, networking, in-person meetings, and local market research.
Qualify prospects, set customer appointments, and advance opportunities through the sales process.
Prioritize target accounts, understand local business needs, and execute a territory market plan to support quota attainment.
Position AT&T wireless, fiber, internet, voice, software-defined networking, and cybersecurity solutions.
Engage businesses across industries including retail, professional services, healthcare, construction, logistics, hospitality, and local multi-site operations.
Manage opportunities through prospecting, discovery, proposal, negotiation, closing, implementation handoff, and follow-up.
Maintain accurate and consistent Salesforce records for calls, visits, appointments, opportunities, next steps, and forecasts.
Spend significant time in the field meeting businesses; collaborate with the team from the assigned office location when not in the field.
Meet sales activity and quota expectations.

Benefits

Competitive base salary
Performance-based commission
Paid training
Medical, dental, and vision coverage
401(k) plan
Tuition reimbursement program
Paid time off and holidays, including at least 23 vacation days per year and 9 company-designated holidays, based on date of hire
Paid parental leave
Paid caregiver leave
Additional sick leave beyond what state and local law require may be available but is unprotected
Adoption reimbursement
Short- and long-term disability benefits
Life and accidental death insurance
Supplemental critical illness, accident, hospital indemnity, and group legal programs
Employee Assistance Programs (EAP)
Employee wellness programs
Employee discounts up to 50% on eligible AT&T mobility plans and accessories, AT&T internet and fiber where available, and AT&T phone